Strategic Account Manager

IFS North America seeks an Established Accounts Client Manager with a passion for selling enterprise software and who is seeking the opportunity to make a positive impact in a company with a growing presence in the North American business software market.

The Established Accounts Client Manager’s primary responsibilities include account planning, managing a group of customer accounts, and selling additional business to existing customers. The Established Account Manager uses all resources to solve customer problems with appropriate IFS products and services.

Responsibilities

• Achieve and exceed quota targets through the successful execution of the sales strategy and account planning.
• Account and Customer Relationship Management, Sales of Software Licenses, Cloud Subscription Revenue, Professional Services, and Renewals.
• Develops effective and specific account plans to ensure revenue target delivery and sustainable growth.
• Develop and deliver comprehensive business plan to address customer priorities and pain points. Utilize benchmarking and ROI data to support the customer’s decision process.
• Establishes strong management and C-level relationships based on knowledge of customer requirements and commitment to value. Builds a foundation on which to harvest future business opportunities and accurate account information and strategy development.
• Actively understand each customer’s technology footprint, strategic growth plans, technology strategy, and competitive landscape. Review public information (new executive appointments, earnings statements, press releases, etc.) for the company and its competitors to remain updated on key industry trends and issues impacting the customer.
• Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
• Leverage support organizations including Marketing, Partners, Pre-Sales, Support, Business Operations, and Professional Services to funnel pipeline into the assigned territory.
• Be proficient in and bring all IFS offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, PLM, EOI, Enterprise Asset Management and MRO) and technology solutions (Business Analytics, Mobility, Technology, et. al)
• Strive to make all customers IFS references.
• Support all IFS promotions and events in the region
• Maintain CRM system with accurate customer and pipeline information.

Requirements

• 5+ years of relevant sales and account management experience based on complex software sales
• Preferably with a strong understanding of ERP, supply chain, manufacturing and mobile workforce management.
• Ability to carry a quota, and a proven record of consistent quota achievement
• Strategic value selling capability
• Ability to communicate with and effectively persuade C-level decision makers, and quickly articulate IFS’ value proposition.
• Ability to work in a team environment with solution experts
• Personal characteristics: quick learner, good problem solver and decision maker, think quickly on your feet, excellent communication skills, strong initiative, persistence, enthusiasm, thrives in a fast-paced environment, adaptable, entrepreneurial spirit.
• Bachelor’s Degree
• Travel 50-60%